do I need to accomplish in the first few minutes of every cold call I make?” “What’s
my overall objective of a cold call?” These questions rank up there as two of
the top questions I’m asked. If you’ve been following my last few posts, I’ve
been hyper-focused on the importance of sales benchmarking and identifying best
the spirit of simplicity, there are
actually five core objectives during a prospecting conversation which I’ve
- First, introduce yourself. Identify
who you are.
- Next, provide the person to whom
you are speaking with a compelling reason to speak with you. (What’s in it
- Third, defuse their resistance.
Create a pressure-free environment by getting permission to proceed with
- Then, guide them to your
discovery/qualification step to get them involved and determine if there’s
- Finally, determine the next
That’s it! Now ask
yourself, does your system achieve these five core objectives?